Real Secrets of the Top 20%

Real Secrets 033: How To Hire Top Sales Reps Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they'll tell you it's identifying, hiring and retaining good sales reps.  If you are familiar with my management philosophy, then you've heard me talk about the 80/20 rule in sales, and all you have to do is look at your own company or industry to know it's still true – 80% of the sales and revenue is made by the Top 20%.  So how do you identify who the Top 20% are BEFORE you spend all that time and money on hiring, training and then hoping they perform?  There are many ways to try to identify the characteristics in advance, and in fact a whole industry of profiling and assessment testing has sprouted up to help you make the right choice.  I have used some of these tests and have found them to be quite accurate and valuable.  I have also found an easier way to identify who the potential top producers are, and I've boile